2010 Best Practices Study

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

Mgmt. Perspectives

Service/Sales Support Staff

Profile

Average

Top 25% Average

Top 25%

Revenues

Commercial P&C

Personal P&C

Expenses

Number

2.9

3.2

Profitability

High

6.5

11.0

Employee Overview

Low

1.0

0.5

Producer Info

Average Book Serviced (Commissions)

$256,826

$405,483

$177,147

$283,943

Staff Service Info

Average Pay ($)

$44,274

$38,692

Technology

Average Pay (% of Book Serviced)

17.2%

21.8%

L&H/Financial

Multi-Line

Insurance Carriers

Number

0.9

3.2

Appendix

High

3.0

7.0

Low

0.2

1.0

Average Book Serviced (Commissions)

$241,979

$415,024

$229,190

$395,500

Average Pay ($)

$33,653

$42,983

Average Pay (% of Book Serviced)

13.9%

18.8%

Account Executives

Average

Top 25%

The Account Executive is defined as a senior level position whose responsibility is to manage the overall service plan/activities for an existing book of business. Although the AE may have limited sales responsibilities, for the purposes of the study, they are classified as Service Staff. The position is often created to support and enable a producer to focus on new business production.

Commercial P&C Account Executives Number

2.3

High

4.0

Low

0.5

Average Book Serviced (Commissions)

$395,279

$617,633

Average Pay ($)

$53,499

Average Pay (% of Book Serviced) L&H / Financial Account Executives Number

13.5%

2010 Best Practices Study

0.6

Agencies with Revenues Between $1,250,000 and $2,500,000

High

1.0

Low

0.2

Average Book Serviced (Commissions)

$18,185

$71,088

Average Pay ($)

$4,374

Average Pay (% of Book Serviced)

24.1%

55